Enterprise Account Executive

The Role

We are looking for an experienced Enterprise Account Executive to join our team. The right candidate for this position will have a demonstrated history of success and quota over-achievement selling to enterprise organizations (preferably selling software applications, but software sales not necessary for consideration for role). Ideally, you have sold Business Intelligence, Data Warehousing, or Analytics applications and/or are familiar with the data market. 

The ability to work independently in a rapidly growing environment is important. We also value the ability to evangelize an evolving product that provides real value to (both!) technical and non-technical audiences.

What You'll Do:

• Building and maintaining active deal pipeline and quota coverage (experience working with tools such as LinkedIn, Salesforce, and Clari is a plus)

• Managing complex deal cycles, from lead origination to closing and expansions

• Consistently closing net-new business and expansions by leveraging a “land-and-expand” strategy

• Leverage generative AI and advanced automation to personalize customer engagements at scale, using real-time data to dynamically tailor messaging, demos, and proposals

• Collaborating with customers, partners, and the larger ecosystem in a consultative sales process

• Continuously experiment with emerging tools (e.g., conversational AI, autonomous agents, predictive analytics, and AI-powered deal coaching) and share best practices across the organization

• Harness AI-driven insights to craft highly personalized messaging that resonates with each prospect’s unique business challenges, industry context, and decision-making priorities

• Utilize advanced AI tools to analyze customer data, market trends, and competitive landscapes, enabling the rapid development of differentiated value propositions tailored for each account

• Maintaining strategic oversight of assigned accounts ensuring engagements achieve their intended outcomes

• Continuously refine and optimize sales messaging by leveraging AI-powered analytics on engagement metrics, ensuring communications are data-informed and outcome-focused

What You Bring:

• A hunter’s mentality and a consistent track record of achieving and/ or overachieving your sales quota

• Experience of selling within the Business Insights & Analytics Industry is a must have for this role

• Experience partnering with AI/ML product teams or participating in early-access / beta programs for new AI technologies

• Track record of driving measurable results through the creative application of AI and automation in enterprise sales

• Experience of orchestrating complex, direct and indirect sales cycles with multiple technical and business stakeholders, with a particular focus on SaaS and disruptive technologies.

• Track record of selling net-new business and expansion opportunities, along with a focus on excellence in pipeline generation & opportunity progression.

• Track record in building champions and nurturing / developing relationships

• Strong business acumen coupled with experience in MEDDICC and/or Challenger sales methodologies as well as a willingness to learn and the discipline to work on a proven sales process from beginning to end

• You have proven ability to engage both high and wide in accounts and can engage effectively with C-level and business line executives

The estimated annual base salary range for this role is $110k – $150k per year. Actual compensation may vary and will be determined based on permissible, non-discriminatory factors such as skills, qualifications, experience, and location of the selected candidate.

Additional benefits for this role may include: equity, company bonus or sales commissions/bonuses; 401(k) plan; medical, dental, and vision benefits. 

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Mandatory and Required Skills for All ThoughtSpot Roles

Spotters are expected to demonstrate AI literacy and workflow integration to include to ability to:

• Comfortably and confidently integrate artificial intelligence into their daily workflow to increase productivity and quality.

• Hands-on experience to leverage AI tools (industry-leading LLMs) to increase productivity, automate routine tasks, and improve